The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework

For those companies marketing branded consumer packaged-goods to an increasingly powerful retail trade, collaborative relations within the marketing function are crucial, particularly between trade customer-focused sales personnel and brand-focused marketing personnel. Yet although there is a well-developed body of literature on marketing's relations with other major business functions, relations within the marketing function itself remain unresearched. Drawing on theory and empirical results from studies of marketing's cross-functional interfaces, the authors develop a framework for understanding the nature, causes and effects of relations between sales and marketing in consumer packaged-goods firms. Propositions to guide further research are also developed.     

Religiosity and consumer behavior of older adults: A study of subcultural influences in Malaysia

• Although differences in consumption patterns across countries are often inferred to be the result of different cultural values and religious orientations, they raise issues of validity because of the many country‐specific factors that may affect behavior. Furthermore, the effects of religiosity are confounded with those of variables that are associated with religiosity such as age. This paper examines the effects of religiosity on well‐being and changes in consumer preferences of 645 adults age 50 and older living in different regions of Malaysia who were surveyed via personal interviews. The results confirm the positive effects of religiosity on well‐being but show differences across the three main ethnic subcultures of Malaysia (Malays, Indians, and Chinese), and they provide little support for the hypotheses that the consistency of consumer brand and store preferences is influenced by religious values. It is suggested that the relationship between religiosity and consumer behaviors warrants additional research, focusing also on variables that relate to religiosity, method of analysis, and on mechanisms that link religiosity to consumer behaviors.

Copyright © 2011 John Wiley & Sons, Ltd.     

Narrative expectations in financial forecasting

How do people form expectations about the future? We use amateur and expert investors' expectations about financial asset prices to study this question. Three experiments contrast the rational expectations assumption from neoclassical economics (investors forecast according to neoclassical financial theory) against two psychological theories of expectation formation—behaviorally informed expectations (investors understand empirical market anomalies and expect these anomalies to occur) and narrative expectations (investors use narrative thinking to predict future prices). Whereas neoclassical financial theory maintains that past public information cannot be used to predict future prices, participants used company performance information revealed before a base price quotation to project future price trends after that quotation (Experiment 1), contradicting rational expectations. Importantly, these projections were stronger when information concerned predictions about a company's future performance rather than actual data about its past performance, suggesting that people not only rely on financially irrelevant (but narratively relevant) information for making predictions but erroneously impose temporal order on that information. These biased predictions had downstream consequences for asset allocation choices (Experiment 2), and these choices were driven in part by affective reactions to the company performance news (Experiment 3). There were some mild effects of expertise, but overall the effects of narrative appear to be consistent across all levels of expertise studied, including professional financial analysts. We conclude by discussing the prospects for a narrative theory of choice that provide new microfoundational insights about economic behavior.     

Modeling Mind and Matter: Reductionism and Psychological Measurement in Cognitive Neuroscience

Psychological resilience has become a popular concept. Owing to that popularity, the word resilience has taken on myriad and often overlapping meanings. To be a useful framework for psychological research and theory, the authors argue, the study of resilience must explicitly reference each of four constituent temporal elements: (a) baseline or preadversity functioning, (b) the actual aversive circumstances, (c) postadversity resilient outcomes, and (d) predictors of resilient outcomes. Using this framework to review the existing literature, the most complete body of evidence is available on individual psychological resilience in children and adults. By contrast, the research on psychological resilience in families and communities is far more limited and lags well behind the rich theoretical perspective available from those literatures. The vast majority of research on resilience in families and communities has focused primarily on only one temporal element, possible predictors of resilient outcomes. Surprisingly, however, almost no scientific evidence is actually available for community or family resilient outcomes. We close by suggesting that there is room for optimism and that existing methods and measures could be relatively easily adapted to help fill these gaps. To that end, we propose a series of steps to guide future research.     

The influence of event-time (vs. clock-time) scheduling style on satiation

Consumers often need to schedule different activities. While consumers who adopt a clock-time scheduling style decide when to transition from one activity to the next according to external temporal cues (e.g., clock), those who adopt an event-time scheduling style tend to perform each activity until they feel internally that it is completed. This research showed that consumers' scheduling style (clock-time vs. event-time) could influence their satiation with repeated consumption. Four studies involving actual consumption across various domains (e.g., music, artwork, food) demonstrated that an event-time scheduling style leads to more rapid satiation with repeated consumption than a clock-time scheduling style because event-timers (vs. clock-timers) have higher private self-focus. The results further revealed that the satiation effect of scheduling style is mitigated when consumers are distracted from their private self or informed of additional sensitization cues in the consumption stimuli.     

Applicants' and Employees' Reactions to Corporate Social Responsibility: The Moderating Effects of First‐Party Justice Perceptions and Moral Identity

This research explored individuals’ reactions to perceived corporate social responsibility (CSR) using a multimotive framework. In 2 studies, the authors explored the boundary conditions of CSR effects among job applicants and internal employees. A scenario‐based experiment (N = 81) showed that the effect of CSR perceptions on job applicants’ job pursuit intentions was mitigated by applicants’ first‐party justice experiences, whereas it was amplified by their moral identity (Study 1). Survey data from 245 full‐time employees (Study 2) further supported the interactive effects revealed in Study 1. Specifically, first‐party justice perceptions attenuated the positive relationship between employees’ CSR perceptions and their organizational citizenship behavior (OCB); and the relationship between CSR perceptions and OCB was more pronounced among employees high (versus low) in moral identity. Our findings bridge the CSR and organizational justice literatures, and reveal that the effects of individuals’ CSR perceptions are more complicated than previously thought. The findings shed light on micro (employee)‐level CSR phenomena and offer implications for both research and practice.     

Explaining Consumer Conduct: From Planned to Self‐Expressive Behavior1

Within mainstream social psychology, consumer behavior has been explained mainly in terms of the theory of planned behavior (TPB). Recently, some authors suggested that self‐identity dimensions can explain different types of intentions. To compare the predictive power of a tentative new model of self‐expressive consumer behavior with that of the TPB, three studies were conducted in which, besides the classical variables of the model of TPB, variables concerning self‐identity were also taken into account. Three independent samples (N₁= 257, N₂= 214, N₃= 298) were recruited to study the intention to buy fashionable watches, trendy backpacks, and cellular telephones in relation to the aforementioned variables derived from TPB and from identity theory. Data analyses, based on structural equation modeling, show that identity variables contribute significantly to the explanation of purchase intention.     

The malleable bicultural consumer: effects of cultural contexts on aesthetic judgments

• Grounded in the cognitive framework of processing fluency, this study proposes further support for the experiential perspective in aesthetics by positing that aesthetic response to the same object may be malleable, depending on how the symbolic properties of the object interact with different cultural contexts which either facilitate or debilitate the processing experience of the perceiver. The study employed an Internet experiment to test the hypotheses among 105 female Hispanic college‐aged students enrolled at a large midwestern university. The findings revealed that symbolic attributes of products interact with cultural contexts to affect aesthetic judgments of (Hispanic) consumers. Aesthetic judgments were more positive when evaluating culturally symbolic product attributes after exposure to congruent contextual cues that facilitate fluent processing. The study furnishes support for the impact of environment/context on consumer behavior and aesthetic judgment, thus establishing further support for the cognitive framework of conceptual fluency in explaining aesthetic response. The study also contributes to recent literature on “frame‐switching” among bicultural consumers by suggesting that these consumers navigate between competing cultural frames in response to visual primes, with resultant shifts in aesthetic judgments. Important marketing insights emerge from these findings.

Copyright © 2009 John Wiley & Sons, Ltd.     

When autobiographical memory begins

The authors review competing theories concerning the emergence and early development of autobiographical memory. It is argued that the differences between these accounts, although important, may be more apparent than real. The crux of these disagreements lies not in what processes are important, but rather, the role these different processes play in the emergence of autobiographical memory and the temporal primacy of these controlling variables. These differences are explored theoretically and then extant as well as new data are brought to bear on these issues. What emerges is a new, more inclusive, multifactorial framework that integrates the controlling variables from diverse perspectives providing a more complete account of the beginnings of autobiographical memory.     

How trust in financial supplier information impacts young adults' financial information involvement: The moderating roles of product savings risk and social norm

Although consumers' risk‐taking, supplier trust, social norms and information involvement are central to much of thought in the financial market and consumer economic literature, it is not known how the interplay between consumers' trust in supplier information, risk‐taking behaviour and social norm may influence information involvement. This research contributes to the consumer economic literature by investigating how product savings risk and social norm affect the relationship between young adults' trust in supplier information and their information involvement. On the basis of two samples with young adults who recently have purchased a low‐risk savings product (n = 641) and a high‐risk savings product (n = 219), respectively, several results are obtained. It is found that both product savings risk and social norm positively moderate the relationship between young adults' trust in supplier information and their information involvement. In addition, the results indicate that the three‐way interaction between trust in supplier information, products savings risk and social norm has a positive effect on information involvement. As direct implications, financial authorities and financial service managers should especially consider investing additional resources in developing information trust for high‐risk savings products and should also take social norms into account when considering young adults' high‐risk‐taking behaviour. Copyright © 2017 John Wiley & Sons, Ltd.     

An ethnographic study of consumer financial sophistication

Existing research profiling consumer financial sophistication has examined specific decision errors that consumers may make in financial matters. While these errors have been replicated in multiple studies over the years, most have emerged from highly controlled experimental settings or through consumer surveys that measure only specific categories of financial behavior. This paper extends existing research on financial sophistication by utilizing an ethnographic study conducted over a 5‐year time period. Results indicate that while some of the traditional categories of decision errors defined in earlier research affect consumers, decision errors not thoroughly examined in previous academic studies can have a notable and growing effect on consumers' financial decisions. Emerging categories of financial decision errors are identified, and shifts in consumers' financial behavior resulting from the financial crisis are profiled. Copyright © 2014 John Wiley & Sons, Ltd.     

Principles of Religious Prosociality: A Review and Reformulation

Historically, religion and religious belief have often been credited as the source of human morality. But what have been the real effects of religion on prosocial behavior? A review of the psychological literature reveals a complex relation between religious belief and moral action: leading to greater prosocial behavior in some contexts but not in others, and in some cases actually increasing antisocial behavior. In addition, different forms of religious belief are associated with different styles of co-operation. This body of evidence paints a somewhat messy picture of religious prosociality; however, recent examinations of the cognitive mechanisms of belief help to resolve apparent inconsistencies. In this article, we review evidence of two separate sources of religious prosociality: a religious principle associated with the protection of the religious group, and a supernatural principle associated with the belief in God, or other supernatural agents. These two principles emphasize different prosocial goals, and so have different effects on prosocial behavior depending on the target and context. A re-examination of the literature illustrates the independent influences of religious and supernatural principles on moral action.     

Music as an Unconditioned Stimulus: Positive and Negative Effects of Country Music on Implicit Attitudes,Explicit Attitudes,and Brand Choice1

An experiment (N = 68) explored how background music in a realistic web advertisement could condition implicit and explicit attitudes toward a novel brand. Conditioning effects were apparent in both traditional explicit attitude measures and also in the Implicit Association Test (IAT). Further, brand choice was predicted by explicit attitudes, but prediction improved significantly when implicit attitudes were considered. Mood‐congruent judgment, demand effects, and conditioning are considered as potential explanations for our results, and we argue that conditioning provides the most parsimonious explanation. Finally, the results are discussed within the context of the associative‐propositional evaluation model ( Gawronski & Bodenhausen, 2006 ). This model provides a framework for the integration of the implicit attitude construct into the study of consumer behavior.     

Together We Rise: How Social Movements Succeed

Social movements, such as Black Lives Matter, surge when support grows for their social justice goals. At their core, social movements advance when people act collectively by rising in solidarity with a shared purpose to address injustice and inequality. Drawing on insights from consumer psychology, this review investigates how social movements succeed in creating social change. We build on an established 21^st‐century framework for how social movements succeed to outline the promising practices of successful social movements. For each of these practices, we identify the consumer psychology mechanisms that motivate collective action and encourage people to transform from bystanders to upstanders, those who provide the grassroots momentum for successful social movements. We illustrate this framework with examples from the growth of the Black Lives Matter movement. Finally, we highlight insights from consumer psychology that promote an understanding of social movements, and we raise research questions to encourage more consumer psychologists to investigate how social movements succeed.     

Mass communication,social influence,and consumer behavior: two field experiments

The present article connects advertising by means of mass communication with social influence processes. Predictions derived from a theoretical model on the impact of mass communication on consumers who were not directly exposed to the message (distant consumers) were tested with two field experiments (Experiment 1: n = 77 participants, n = 261 peers; Experiment 2: n = 97 participants, n = 289 peers). Both studies addressed consumer behavior in the media sector. The results suggest that mass communication changes the behavior of distant consumers, that recipients' opinion leadership enhances the indirect impact of mass communication, and that recipients' consumer behavior mediates the influence of mass communicated messages on distant consumers. The role of word‐of‐mouth is also examined.     

Applying mixed‐effects modeling to single‐subject designs: An introduction

Behavior analysis and statistical inference have shared a conflicted relationship for over fifty years. However, a significant portion of this conflict is directed toward statistical tests (e.g., t‐tests, ANOVA) that aggregate group and/or temporal variability into means and standard deviations and as a result remove much of the data important to behavior analysts. Mixed‐effects modeling, a more recently developed statistical test, addresses many of the limitations of more basic tests by incorporating random effects. Random effects quantify individual subject variability without eliminating it from the model, hence producing a model that can predict both group and individual behavior. We present the results of a generalized linear mixed‐effects model applied to single‐subject data taken from Ackerlund Brandt, Dozier, Juanico, Laudont, & Mick, 2015, in which children chose from one of three reinforcers for completing a task. Results of the mixed‐effects modeling are consistent with visual analyses and importantly provide a statistical framework to predict individual behavior without requiring aggregation. We conclude by discussing the implications of these results and provide recommendations for further integration of mixed‐effects models in the analyses of single‐subject designs.     

Children and “junk food” advertising: Critique of a recent Australian study

A field experiment by Australian public health researchers Norman, Kelly, McMahon, and others allegedly demonstrated that primary school children's physical health is threatened by exposure to “junk food” advertising. Their study was published in the international health journal Appetite and was clearly intended to influence government regulatory policy. The methodology of the study was taken, without acknowledgement, from an earlier American study in the Journal of Consumer Research and much other research on children's consumer behavior, including pioneering studies conducted by the present author? was ignored. Also, quite unforgivably, the researchers neglected to cite Australia's already strict regulatory controls on and guidelines for advertising directed to children. The present author sent a rejoinder to Appetite pointing out the many problems with Norman et al.'s research and recommending that their article be withdrawn, but the editor insisted I revise it to remove almost all the criticisms, which I naturally refused to do. Instead, by publishing this article in JCB, the present author is hoping to make consumer researchers aware of the sort of poorly performed and ideologically influenced research relating to marketing and consumer behavior that is appearing in the health journals. The present article also contributes more generally by exposing problems that must be avoided in experimental research on consumer behavior.     

Choice Environment, Market Complexity, and Consumer Behavior: A Theoretical and Empirical Approach for Incorporating Decision Complexity into Models of Consumer Choice

Most empirical models of choice in economics and consumer research assume that the decision maker assesses all alternatives and information in a perfect information-processing sense. The complexity of the choice environment, the ability of the individual to make complex decisions, and the effect of choice context on the decision strategy are generally not considered in statistical model development. One of the reasons for this omission is that theoretical literature on choice complexity and imperfect ability to choose that has developed in psychology and behavioral decision theory (BDT) literatures has not been translated into empirical econometric analysis. Second, the data used in economics and consumer research studies tend to be somewhat different from the data structures used in psychology and BDT literatures. In this paper we outline a theoretical model that simultaneously considers task complexity, effort applied by the consumer, ability to choose, and choice. We then construct a measure of task complexity and incorporate this in an analysis of a number of data series based on the random utility framework. We also examine the performance of our measure of task complexity in a composite data set that allows for increased variability in factors affecting decision context. Our approach provides a mechanism to link research in BDT and econometric modeling of consumer choice. Our findings suggest that task complexity does affect inferences about choice model parameters and that context effects, such as complexity, have a systematic impact on the parameters of econometric models of choice. The modeling approach provides a mechanism for inclusion of results from psychology and BDT in traditional economic models of consumer choice.